Is integrity the next big differentiator in cybersecurity sales?
In this episode of Channel Security Secrets, Lou Rabon sits down with Marc Jorgensen, CTO and Senior Solutions Architect at D&M Enterprise Group, to explore how empathy, trust, and a deep understanding of clients’ environments can transform the way advisors sell technology and security solutions.
Marc shares lessons from working on both sides of the table, as a provider and a consumer, and how that dual perspective shapes his approach to building long-term, consultative relationships. The conversation also dives into the real-world challenges of selling security amid AI hype, the importance of educating clients before selling, and how proactive planning and transparency build credibility.
You’ll walk away with actionable strategies for understanding client goals, cutting through industry noise, and becoming a truly trusted technology partner.
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